IARA's Certified Automotive Remarketer (CAR) Program

UNIT: Actual-sale Activities

The CAR candidate must be able to:

Recall and describe actual sales activities including dealer and auction selection, promotion, branding and certification, as well as the impact each has in the remarketing process.
Identify and describe how floor prices are established, if-bids are analyzed, and vehicle value is ascertained.
Recognize the value of vehicle representation/auctioneer in maximizing resale values as well as the decision criteria related to vehicle pooling vs. weekly selling.
Define, recognize and be able to knowledgeably describe industry guidebooks, their purpose, what they cover, how they are derived and how the information is utilized.

To ensure that the student has a thorough understanding of:
The processes utilized by each of the primary guidebooks to determine vehicle values.
How guidebook statistics can be used to determine vehicle values and market performance.
How floor pricing is established.

At the completion of this module, participants will be able to:

Name each of the primary guidebook suppliers.
Explain the data acquisition methods of the major guidebooks.
Describe how book values are used for evaluation purposes.
Explain the factors that influence market value.
Identify the benefits of incorporating these factors into floor pricing decisions.
Describe the impact of incorrect floor pricing on overall success in the auction lane.

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